Wednesday, Sept. 10, 2008
Ohio University Pickerington Center

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Who Should Attend

• Sales managers
• Advertising sales representatives
• Sales support staff
• Anyone wanting a “refresher” class

The Program

8 - 9 a.m.
Registration and Continental Breakfast

9 - Noon
“Know Thy Enemy and Know Thyself” is a session on competitive media and selling strategies that will reinforce a salesperson’s product knowledge while exploring the strengths and weaknesses of competing media. Included will be discussion of:

• The major competition challenging all media
• ONA member newspapers SWOT analysis
• Competitive selling: Three stepping off points
• Direct Mail
• Yellow Pages
• Cable & Television
• Radio
• Billboards
• Internet

1-4 p.m.
“Out of Sight, Not Out of Mind” will coach salespeople (and sales managers) on selling strategies for retailers and potential advertisers where the decision maker is located outside of the newspaper’s market. Included will be discussion of:

• Reaching and selling the absentee owner
• Multiple location retailers
• Knowing your market
• Pitchbook selling
• Large revenue vs. small revenue accounts
• Media kit vs. marketing package
• Telemarketing skills

There will be a one hour break for lunch. Lunches provided by ONA.

The Instructor
Chuck Nau, of Murray & Nau, Inc., is a publishing consultant with over twenty years of experience, having served the Seattle Times, Knight-Ridder Newspapers and the Chicago Tribune Company in a number of management, marketing, media and sales capacities. Chuck’s work as a publishing consultant includes a client list of newspapers, publishing associations and niche publications. His practice enables him to put his wide range of publishing experience to work for publishers, sales management teams and senior managers on both a day-to-day and special project basis. He has assisted clients as a management consultant, sales trainer, facilitator and coach/mentor in advertising, circulation and marketing areas.
ONA members who have attended Chuck’s sales training sessions describe them as high spirited, interactive, motivational, very informative and fun.

In addition to his consulting practice, Chuck has spoken to and conducted workshops for a number of national publishing groups, state press associations, and newspaper organizations. He has written a series of columns covering topics in advertising, management, marketing, and sales which have appeared in various newspaper industry and press association publications.

The Facility
Located in a suburb just east of Columbus, the Pickerington Center is a 15,000-square foot state-of-the-art facility. It features six ergonomically-designed classrooms equipped with technologically advanced instructional equipment. The site backs up to a wooded area and creek, a view that can be enjoyed from one of three lower-level patios. The center is a 12-15 minute commute from downtown Columbus or the airport. It has ample parking and many nearby hotels and restaurants.

Directions

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The Ohio University Pickerington Center is located about 10 miles east of downtown Columbus.

Take I-70 East to Pickerington exit #112A (State Route 256)

Proceed on State Route 256 for one mile (you can only go one way off this exit, south)

Turn left (at third light) onto Stonecreek Drive (US Bank on the corner)

Proceed a quarter-mile to Pickerington Center (on right)

Ohio University Pickerington Center
12943 Stonecreek Drive, Room 20
Pickerington, Ohio 43147

There will be two buildings that look alike — 12943 is the building on the right.

Nearby hotel:
Hampton Inn, Pickerington
1890 Winderly Lane, Pickerington, Ohio 43147
(614) 864-8383

Training session questions?
Susan Bazzoli, Manager of Administrative Services:
sbazzoli@ohionews.org